Nate Tilley walks salespeople through reverse-engineering their monthly misses by tracking calls, talk time, and proposals sent. He pushes daily and weekly check-ins as safeguards, and argues that each month's reset is emotional work worth doing if you keep the skills you built.
December 11, 2019.
"60 dials, the 15 conversation, the three props" (60 dials; 15 conversations; 3 proposals).
I'm incredibly proud of the result that we achieved last month, which is great. And you guys obviously pushed, shoved, and scratched. For the ones that did well, that you use that as a learning experience as well in terms of what's possible, what happened, which deals you did do, you got to learn every single month. And for the guys that didn't hit the numbers that they wanted to do, also use that as your learning experience of, like, what went wrong? How many props did you get out? I keep going back to the fundamentals of having the destination that you want to get to and not waiting to the end of the month to get that. For every. Everybody that didn't hit the number that they had that they wanted to hit, you should be able to reverse engineer and find out why it shouldn't be like, oh, it was just like this weird mist strolled in across the sales team, and I got into a funk and I didn't hit my number. No, no, no, no. You can reverse engineer and find out exactly why it didn't happen based on the number of calls, number of talk time, number of props sent out. And what you need to do is isolate exactly what it is that caused you not to hit that and come up with a plan to hit it and put those safeguards and those stoppers in the week, in the day, in the two weeks, in the month. That's not going to allow you to get to that result, right? And then if you still happen to have all those check markers and everything, just everything, all the metrics that you wanted to do make sense, the 60 dials, the 15 conversation, the three props, all of that stuff, right? If all of that stuff, by some crazy miracle all checked out and you hit all those numbers every day that you wanted to, then the only conclusion is that this month will be a monster month for you. It's one or the other. It's either you didn't hit any of those metrics that you needed to do in order to have a big month, or there was some crazy miracle that happened, and all of the deals are going to pop open this month, right? But whatever it is, definitely the scoreboard's back to zero. That's the hard thing about sales. That's the emotional roller coaster. We had a monster month. Everything was great. And the reason that sales people get paid so much is because now we're all at ground zero again, right? And all the work that we did. You go back to the level zero now, right? And it all starts again, and the journey starts again, right? But the thing that does roll over month to month is the learnings and the work and the skill and the mastery that you're forging and banging on that iron day to get better. And don't let that lose you. Like, for all of you guys that have grown a lot in the last year, you want to make sure that every single week, every single month, every single year, that you're just getting way better at what you do. So then when the month does start, the board says zero. But you're already in a better position because you've invested in yourself. You've reflected. And far too often, like, say, for instance, like, the last day of the month was Saturday, right? Everyone, the last working day was Friday. We all put our numbers into the spreadsheet and that's it and it's a wrap. And then you come in here, we have the one Monday morning waterhole meeting, and then it just kind of rolls into the next week, right? But you need to take time to reflect on what happened in the last month. Don't just go straight into the motions, right? If you had a great month, stop and feel proud of that and think about how good that felt and look at why that happened and how much work needed to require to do that and share that with your family and your spouse and your partner and show them the result, right? And if you have that result, look at it, reflect, feel that pain, let it drive you moving forward, learn from it. But within any stage, everyone in both ends of that needs to take some time, even if it's a day, even if it's an hour, and just have a bit of a decompress and have a look at, like, what you learned from that last month and what you're going to roll into the next month. Yeah. So monster month last month. Last month of 2019. Let's see what we can do. It has come fast. We've had a solid year. Big, big things on all counts. I'm super, super excited about stuff I've got planned Q1 next year that is going to fucking change the game for us as a sales team, which I will be releasing more next year. But let's have a good December and let's wrap up the year strong. Hey, guys, if you enjoyed this video, make sure that you click the like button and subscribe. We're dropping a video on YouTub the day and if you've got any questions about any of the content that I covered in this video, just basically leave a comment with heysubrey in the comments section. And every week we're also trying to go through all those questions and get them answered. So go ahead, click subscribe, and we'll see you in the next video.
